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High-Pressure Closing Technique #1

Before we get started, let me state that you need to think carefully about whether using this technique is really in your long term-interest.

With that caution in mind, here's the classic 'First-Call Discount'.

'Mr Smith, we have a special first-call discount.

Let me explain the reason for it.

As you can appreciate, it takes considerable time to meet with customers, discuss their requirements and develop a proposal / plans / report etc.

That means that the number of customers I can see in a week is limited.

For that reason, we offer a first-call discount so that if you feel you are able to decide while I am with you now, you can save a lot of money and I am able to see more customers.

Does that make sense to you, Mr Smith?'

A typical discount is 10% of the purchase price for big-ticket items.

This close commonly brings out such objections as:

  • 'I couldn't decide now, can't I phone you tomorrow?'
  • 'We are getting other quotes.'
  • 'I bet you'd give the same discount if I came back to you in a week's time.'

A device that is frequently used to neutralise these objections is a letter on company letterhead, from the Sales Manager, CEO or other big boss, saying,

 

To all Sales Staff:

You are permitted to offer a 10% discount to customers as an incentive for them to purchase during your first call.

The purpose of the incentive is to increase company efficiency and make your time more effective. This discount is not to be applied in any other situation.

Signed,

Sales Manager

 

The disadvantage of pressure-closing in this manner is that some well-informed prospects will recognise this as a sales tactic, which may impact adversely on your credibility.

Use this close with discretion and it will sometimes win you orders you wouldn't have got otherwise.

f you enjoyed this article, take a look at my book.

The Selling for Engineers manual

Selling for engineers manual

 

 

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